When we talk about critical skills and competencies of great B2B sales people, … [Read more...]
Tag: Sales Strategies
Are Your Sales People "Organizationally Nimble?"
The New World Of Co-Opetition Posted on May, 2019
The relationships we establish, in business, are very complex and constantly … [Read more...]
"Customer Propensity To Buy" Posted on May, 2019
For those people deep into analytics and understanding (usually) consumer buying … [Read more...]
Do We Know How To Do "Needs Discovery/Analysis?" Posted on May, 2019
My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
How Interested In Your Customer Are You? Posted on May, 2019
It was one of those big opportunities. It would make or break the following … [Read more...]
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
What's Next? What's Your Deal Strategy? Posted on April, 2019
In any given year, I may be involved in doing 100's of deal or opportunity … [Read more...]
Sales Results: Principles Versus Techniques/Tactics Posted on April, 2019
How do we create sustained results as sales professionals? After all, our jobs … [Read more...]
Changing The Questions, Manager's Version Posted on March, 2019
I wrote, Changing The Questions, discussing how our questioning strategies tend … [Read more...]
What Are The Consequences Of Doing Nothing? Posted on March, 2019
What are the consequences of doing nothing/not changing? The answer to this … [Read more...]
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